We are currently seeking expressions of interest from team members interested in the position, Commercial Manager. The Commercial Manager is responsible for managing dnata's commercial program – including new business and renewal proposals, the sales pipeline, commercial yield improvement and the commercial reporting function.
n
Position Overview
n
The Commercial Manager will manage complex tendering and contractual arrangements, will be a key stakeholder in commercial negotiations and will produce recommendations that achieve service and financial outcomes.
n
It will also involve contract management and the management of client relations to ensure efficient and effective service meeting and exceeding the company's and our clients' expectations.
n
Primary duties & Responsibilities
n
n
- Maintain dnata's sales pipeline (new business and renewal)
n
- Develop and manage dnata's RFP program; Owner of dnata's RFP and proposal submission
n
- Develop proposals that are relevant to the customer's needs, concerns and objectives, ensuring they are presented in skilled manner and in line with corporate policy
n
- Contribute to the development and achievement of dnata's commercial strategy and in consultation with the management team develop, implement and monitor communication plans
n
- Negotiate Standard Ground Handling Agreements and Service Level Agreements including rates and service level targets
n
- Maintain dnata's customer engagement program
n
- Stakeholder in the development and management of marketing collateral program
n
- Develop and maintain strong working relationships with current & potential customers, and third party subcontractors
n
- Implement customer rate reviews and communicate rate changes to the dnata finance team
n
- Liaise with customers to resolve accounting queriesDevelop commercial reporting program
n
- Manage customer contract performance, track KPI metrics and manage account collections as required
n
- Develop periodic internal yield and operational reporting
n
- Travel as required
n
- Undertake any other duties as required by senior management
n
n
To be considered for this position you should address the following criteria in a written application:
n
n
- Extensive experience in commercial management
n
- Fluent in Chinese and English
n
- Significant experience in engagement, negotiation and influencing stakeholders particularly around contracts and service level agreements
n
- Experience in reporting and compliance with respect to commercial performance
n
- Extensive experience in engaging and influencing staff to ensure the delivery of a wide range of stakeholder expectations, diverse interests and demands
n
- Highly developed communication skills both written and oral and presentation skills
n
- Demonstrated strategic thinking, problem solving and decision making
n